Commercial Operations Manager EMEA (based in any European locations)

Job Description

Job Description Job ID: LEI005357
About Us
Leica Biosystems is a global leader in workflow solutions and automation. As the only company to own the workflow from biopsy to diagnosis, we are uniquely positioned to break down the barriers between each of these steps. Our mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. The company is represented in over 100 countries. It has manufacturing facilities in 9 countries, sales and service organizations in 19 countries, and an international network of dealers. The company is headquartered in Nussloch, Germany. Visit [ Link Removed ] for more information.
Description

Summary of position

To effectively drive best practice for Commercial Operations across EMEA. The role will encompass many different commercial elements, including defining standard work and templates (including LOA SW) for regional commercial operations teams, support regional sales teams to enable advanced Funnel Management capabilities, own the regional price realization strategies as well as support EMEA Pathology Solutions to develop highly profitable bespoke financial modelling. The role is vital in driving growth and achieving commercial success in the Selling Unit.

Key Responsibilities

The EMEA Commercial Operations Manager is the owner of best practices of Commercial Operations throughout the EMEA Selling Unit to drive profitability, prize realization and commercial success of sales strategies.

Pricing

• Develop price analysis capabilities, SW and visual management (DM) for Commercial Operations team/regional teams and EMEA marketing
• Develop tools for pricing for distributor business
• Support Commercial Solutions team to develop pricing guideline and offer, SW and DM
• Design and own the ROI tool for Pathology Solutions
• Recommend pricing offer model to pan European groups and partners
• Develop a roadmap and capabilities to protect price level in pan European future deals
• Own the completion of EMEA Comm Ops KPI file for monthly SU and MBR review

Limits of Authorization (LOA)

• Define and maintain LBS EMEA LOA document in line with compliance, finance and LBS Global or DHR corporate guidelines

Commercial Solutions Contracts management

• Enable Contract management alignment at EMEA level
• Support Pathology Solutions teams on drafting contract SLA's
• Follow EMEA contracts (pan European groups and partners) enforcement

Funnel Management

• Perform and review monthly funnel dashboards in SFDC
• Assist the SFDC Analysis KPIs reporting
• Develop tools for aligning SFDC in instrument forecasting process
• Develop SFDC to support Comm Ops processes and KPI
• Develop new tools for use across EMEA including one calculator for all products lines.

Projects

• Represent EMEA SU in global commercial projects for sales enablement
• Implement DBS tools to enable commercial effectiveness and remove obstacles in the implementation of processes
• Design training module and directly train the sales organization when new systems or tools are launched

Job Requirements
Qualifications

Attribute/Skill/Experience

Sales and/or marketing background, with work experience and involvement in development of profitable commercial strategies

Understand business on an EMEA regional scale and has cultural and business awareness about country differences

Strong commercial awareness: deep understanding of capital sales, rental reagent sales and rental agreements (experience with tender process will be a plus)

Previous experience in Healthcare industry is a plus: processes and selling/purchasing with the public and private clinical environment

Financial acumen: previous experience in managing budget, forecasting, providing quotations

Evidence of strong influencing and collaboration skills, having worked previously in a matrix organization, ability to work effectively in a matrix structure and be accountable for delivering business results without direct reports

Understanding of the requirements and the importance to follow procedures and process as this is a highly regulated sector by the FDA and other governmental bodies.

-Detail-orientated, strong analytical skills, evidence of utilizing analytics for recommending and supporting commercial strategy implementation

Continuous Improvement mindset, doesn't accept the status quo and uses DBS methodology for driving change

Excellent communication skills: Presenting ideas effectively both verbally and in writing to audiences of variable size and composition (including training, and/or dealing with top management internally and potentially for being exposed to external customers

Language requirements: English. Additional European languages will be a plus

Previous utilization of CRM and ERP systems is a must (ie. SAP, SFDC, etc)

Travel requirements: 30/40% on the EMEA region, some intercontinental travels might be required for trainings, workshops, projects

High Energy: Setting the example by the highest work ethic and passion to excel

Coaching: ability to provide strong and balanced coaching/counseling to SU leaders and Comm Ops associates

Sense of urgency: Ability to push high priority projects through in a fast-paced invironment

Commanding attention and respect; must have "executive presence" and ability to immediately establish credibility within the organization and with customers and partners

To Apply:

Leica Biosystems is committed to attracting and retaining the most highly qualified candidates available. We firmly believe that our employees drive the success of the company. With success in mind as the ultimate goal, we strive to create and provide an environment that offers challenging, stimulating and financially rewarding opportunities. As a Leica Biosystems employee you will be consistently challenged to deliver your best. If you are ready for this challenge, submit your resume for consideration. [ Link Removed ] Be sure to follow Leica Biosystems on LinkedIn!
Danaher Corporation Overview
Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years. At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team. Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.